Systems Technical Sales Specialist (Video Specialist)

A Senior Professional responsible for the development and implementation of a pre and post sales support program for videoconferencing systems and services in Asia. This is a regional role and a key member of an account team or teams to identify, design, and sell our client's video products and services while providing a cost effective solution that satisfies the customer requirements. This is an overlay sales position that requires for 80% selling time and 20% focused on program initiatives. To keep abreast of technology developments within the videoconferencing industry in order to be recognized as a true specialist and Subject Matter Expert in support of both our client's Account Managers and the different partner in region

Principal Responsibilities:
· Revenue focused technical expert who is to achieve sales targets and meet all personal objectives
· To assist our client's Account Managers in the formulation and ongoing development of videoconferencing sales strategies, manage and evaluate quality prospect and suspect lists both independently and within the Channels. This should include elements of revenue protection, account acquisition from the competition or new video business.
· To accurately forecast on opportunities and report on sales performance for the accounts supported.
· To assist in the development and training of the our client's sales team supported from a videoconferencing perspective, in order that they will be able to deliver the highest caliber of service to heir target accounts and deliver their sales targets.
· To attend customer meetings and video conferencing demonstrations and to be able to present to customers at the highest level. This may be either in conjunction with the our client's Account Manager or alone.
· To understand the issues relating to international sales and make recommendations on the account strategy accordingly, bearing in mind at all times the need to maximize our client's revenues and profitability.
· Develop strong relationships with key individuals across the wider our client's community by working closely with the our client's account teams, and appropriate business units within our client.
· Develop and maintain an intimate understanding of the systems market. Understand key competitor strategies and address them as appropriate. Understand and maintain a good working knowledge of the conferencing systems portfolio, and specified non-portfolio items.
· Own or contribute (depending on level of systems requirements in RFP) to Bids, providing professional tender response. Also, where appropriate to assist customers in preparing tender documentationinfluenced by anticipated our client's solutions.
· To look for ongoing opportunities to provide the our client's videoconferencing services portfolio and to provide leads for other conferencing services back to our client's account teams.
· To understand customer requirements and propose appropriate solutions to meet their needs.
· To review product support documentation, answering specific technical questions, preparing and holding product seminars for customers/prospects and related functions and employees.
· Identifying specific sales opportunities and coordinating necessary resources for presentation of, and gaining order of Conferencing service
· Establish close working relationship with Channel sales staff and management to promote conferencing, identify opportunities and close sales.

Requirements
· Must be able to work productively in overlay sales environment, ability to work independently, with cross-functional teams, with client management and internal management teams.
· 3-5 years of related experience in a technology and/or hardware sales or sales support role, application sales support, or sales role in the conferencing industry with emphasis in the
videoconferencing industry.
· Degree or professional qualification preferred.
· Strong experience in voice and video technologies such as PRI, TI, SIP, H.323, G 711, G729a preferred
· Strong knowledge and working experience with Video Manufacturers’ product portfolio such as Polycom, Tandberg, Radvision, Cisco.

Resources for which post holder is likely to be accountable:
People: Not applicable
Budget: Revenue targets to be determined

Principal Working Relationships: (internal/external customers and suppliers)

Customers: · External: Nominated Key Accounts and channel partners
· Internal: our clients' Global Services

Suppliers: · Internal: Operations, Service Delivery Management, Billing, Marketing, Portfolio
Management, our client's Conferencing customer service
· External: 3rd party service providers

Person Specification:

Essential Skills & Experience (key competencies)

· Experience
$ Minimum 5 years sales experience
$ Demonstrated ability to sell across all levels within customer/prospect organisations
$ Demonstrated ability to support “B” end business opportunities as part of a global or regional team

· Skills
$ Top sales skills (Tactical, Strategic, Consultative)
$ Comprehensive planning skills in terms of sales strategy, revenue, contribution etc
$ Commercial and business awareness – understanding of market dynamics and drivers of customers business and commercial requirements so as to satisfy needs.
$ Strong knowledge of collaboration services (audio, web, video)
$ Ability to work under minimal supervision, self-motivated, and as part of a regional team
$ Comprehensive “Office” skills
$ Good oral, written and presentation communication

· Language Requirements
- English mandatory, Cantonese, Japanese, and Mandarin would be an advantage.

Desirable Skills & Experience:
· Experience
$ International sales experience, specifically selling to MNC operating in Asia
$ Successful track-record in selling both directly to major corporations and indirectly through managing
channel sales activity
· Skills
$ Cultural awareness of Asia
$ Knowledge of the global conferencing market with specific emphasis on Asia
$ Knowledge of related telecommunications technology
$ A demonstrated ability to deliver short term revenue while developing longer term strategic
opportunities
Other Requirements
· Travel Required Applicants must be able to travel within the region for up to 35% of time.